24 April 2022
We want to promote our speaking, training, coaching, advising or programme but we don’t want to look pushy or risk rejection. So, when someone asks us what we do for a living, our answer can make all the difference.
Here is one formula. Not the only formula, but an effective formula to start.
Step #1: Create rapport and familiarity. How? By describing something our prospect believes to be true. Now our prospects feel like we see the world from the same viewpoint. We must be fellow geniuses, just like them.
Step #2: What will we describe? A problem our prospects may have.
Step #3: Tell our prospects we fix that problem.
Here is an example:
- Prospect: “So what do you do for a living?”
- Us: “Well, you know how people want to have more self-confidence so they can feel better about themselves or get a promotion at work? I coach them on how to do it.”
- Prospect: “So what do you do for a living?”
- Us: “Well, you know how people want to have the option to retire earlier with more money? I help people explore these options”
- Prospect: “So what do you do for a living?”
- Us: “Well, you know how people want to support their family if they cannot work? I give people options on how to solve this”
How do I fill my diary with quality qualified appointments? or if you have bought some leads. Now what?
A lead means someone that I can talk to. Unfortunately, it does not mean a pre-sold prospect.
Prospects make their final decision when they talk to us on the phone when we are trying to get appointments. It doesn’t matter if they are a lead, or prospect. Their decision will depend on our conversation.
First, the bad news. If our friends and relatives told us “no”, then strangers are not going to like what we say any better. This means our prospects don’t like the words we say.
Now, the good news. We can learn better words to say that will help us convert more leads and get prospects to agree to see us, so we get quality qualified appointments in our diary and avoid rejection, the short quick answer is here to get quality appointments on the phone.
Click here for How to Get More Appointments by Phone
Please remember "Videos don't listen."
When we listen, really listen to prospects, magic happens. People love it when someone listens and tries to understand their situation. So, calling people on the phone, so you can meet and listen to prospects works.
Sending the prospect to a video could be perceived as: "I don't want to listen to you. Instead, let me send you to my sales pitch."
Humour
West London police wish to alert local residents about the activities of an infamous cross-eyed burglar.
If you see this man staring in your windows, warn the people next door.
Alcohol does not make you fat.
It makes you lean ..... against walls, chairs, and tables.
A woman applies for a job in a lemon grove.
"Have you any experience of picking lemons?" asked the foreman.
"I certainly have," replied the woman.
"I've been married three times."
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